Course Outline
Welcome to How to Sell B2B
What is Sales?
Pop Quiz: What is Sales?
The Lingo: Sales Funnel & Metrics
Pop Quiz: The Lingo
The Difference between Sales & Marketing
Pop Quiz: The Difference between Sales & Marketing
The Magic of Questions
Pop Quiz: The Magic of Questions
Prospecting
Using the Tools: Your Target Customer Profile
Using LinkedIn as a Prospecting Tool
Pop Quiz: Prospecting
Qualification
Using the Tools: Qualification Questions
Pop Quiz: Qualification
Managing Timing
Pop Quiz: Managing Timing
Group Call | Week 1 | 7 July 2023
Group Call | Week 2 | 13 July 2023
Discovery
Using the Tool: Discovery Questions
Pop Quiz: Discovery
Building Rapport
Pop Quiz: Building Rapport
People Mapping
Using the Tools: People Mapping
Pop Quiz: People Mapping
Presentation
Pop Quiz: Presentation
Group Call | Week 3 | 20 July 2023
Group Call | Week 4 | 27 July 2023
Objection Handling
Using the Tool: Objection Handling
Pop Quiz: Objection Handling
The Ask
Pop Quiz: The Ask
Proposal
Pop Quiz: Proposal
Agreement
Pop Quiz: Agreement
Signature
Pop Quiz: Signature
Group Call | Week 5 | 3 Aug 2023
Group Call | Week 6 | 10 Aug 2023
Keeping Track: Pipelines & Forecasts
Pop Quiz: Pipelines & Forecasts
Pipeline Health
Pop Quiz: Pipeline Health
KPIs & Metrics
Pop Quiz: KPIs and Metrics
Managing Sales Teams
Pop Quiz: Managing Teams
Using the Tool: Process Map
Using the Tool: Pipeline Tracker
Using the Tool: Forecast Template
Using the Tool: Top Down & Bottom Up
Group Call | Week 7 | 17 Aug 2023
Group Call | Week 8 | 24 Aug 2023
Customer Success Overview
What is Customer Success?
Pop Quiz: Customer Success
Customer Segmentation
Using the Tools: Segmentation
Pop Quiz: Segmentation
Customer Lifecycle
Using the Tools: Customer Lifecycle
Onboarding
Using the Tools: Onboarding
Ongoing Proactive Engagement
Pop Quiz: Proactive Engagement
Using the Tools: Ongoing Contact Plan
Health Checks
Pop Quiz: Health Checks
Using the Tools: Health Checks
Automation
Identifying Opportunities
